The Difficult Balance Between Relationship And Message In A Pandemic
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
A long time ago, I sold a product to doctor’s offices. At the time, it was common for doctors to buy virtually everything from a single supplier — office supplies and toilet paper, but also diagnostic equipment and anesthesia sets. The primary asset of these small distributors was their network of relationships.
On Managing A Sales Manager Who Is Less Resilient
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
As sales leaders, our job is to get the best possible results from our sales teams. We recruit the best people we can, we train them, we coach them and then we lead them and support them. This is all in the interest of sales results and growth.
Can You Work The Trade Show System?
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
Over the past 30-some years, I have done a great deal of business at trade shows on six continents. To me, trade shows and conferences are not just a key tool for business growth, they are keystones in my yearly planning — my kids knew the names and seasons of various trade shows before they could ride bikes.
The Focus Fallacy: Why You Should Widen Your Sales Funnel
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
There is a story that CEOs like to tell each other about a dinner party in 1991 when Warren Buffett and Bill Gates were each asked what the most important factor contributing to their success was, and they each said focus. These two men, and countless other successful CEOs and businesspeople, are ruthlessly focused.
Don't Wait To Get To The Bridge To Plan Your Path
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
I was speaking to somebody recently, and I raised an issue that had come up related to current events. While it was not yet clear that it would happen, it was a potentially existential threat to his business. It was one of those issues that can cripple or sink a small company. I suggested a few paths to mitigate and minimize the risk.
Why Chaos Has No Place In Sales Leadership
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
About 15 years ago, I was in a meeting with my CEO. I had been in the job as head of international sales for a year, and we were reviewing my performance.
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Zach Selch
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Zach Selch is the VP of Global Sales for a high-tech medical company and coaches and mentors Global Sales Leaders.